Categories: Sales Planning | Sales Process
Opportunity reviews can make the difference between a sales team that delivers on an accurate forecast and one that doesn’t come close. I believe the key to a successful opportunity review depends on sales leadership doing two things right: (1) encouraging their reps to dig deep and (2) ensuring that the reps have the tools they need to execute on their action plans. Think about the traditional format that opportunity review conversations usually take. Ask your sales people about their perspective and you’ll get some surprising answers. I often hear sales people talk about the average deal review like this, “My average deal review is a 30-second conversation in the middle of a forecast review when my manager asks me if the deal is still on track.”
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Categories: Sales Process
We know that there are clear drivers of a best-in-class sales team: good leadership, effective salespeople and a defined process that allows the team to consistently reach revenue goals. Harvard Business Review Blogger Steve W. Martin recently surveyed 786 sales professionals, revealing more insight into what distinguishes top sales organizations from the rest. He found more than a dozen differences, but there are three themes among his results we found to be most important.
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Categories: Sales Process
Consistently enforced qualification criteria is a cornerstone to any great sales process. As a sales leader, It’s important to provide a mechanism to ensure that sales opportunities warrant the investment of your sales team’s time and resources.
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Categories: MEDDICC | Sales Coaching Tools | Sales Process
Every customer loves to be led, if you take them to a place they can’t get to on their own. Many salespeople understand the importance of aligning their sales process with the buyer, but often struggle with maintaining control of the sale. These two concepts, aligning to the buyer and facilitating the sale, are not mutually exclusive. The least effective sales are those where the rep and the client are fighting for the steering wheel. A driven, goal-oriented sale occurs when a seller establishes a partnership where both parties learn and benefit from one another.
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Categories: Sales Process
By the time a B2B buyer is on their first sales call with your organization, it's likely that more than half of their buying process is already complete. Connected B2B buyers are more informed than buyers of the pre-internet era, and this economy of connectivity impacts the way they make their buying decisions. Sirius Decisions reports that 67% of the buyer’s journey is now done digitally, and that online searches are an executive’s first course of action when looking for a B2B solution. That’s why, in order to sell to the connected buyer, you have to be aware of how you’re selling, even when you’re not “selling.”
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Categories: Sales Planning | Sales Process
Part 2 of 3 In the first article of this series, “The Subscription Economy: What It Is and How It’s Changing The Way People Buy,” Dave Frechette, Vice President of Worldwide Sales Strategy and Execution at Zuora, shared his thoughts on why many businesses are moving toward a subscription-based selling model. This Subscription Economy, a phrase coined by Zuora, is fundamentally changing the way businesses operate. The shift to the Subscription Economy brings with it the need for a completely different approach to building your business.
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